Longevity
Toth said a tenured channel manager brings value by knowing “where all the bodies are buried.” In other words, they can help the partner avoid leading with a product that will disappoint the customer. Perhaps the channel manager has stuck around the company long enough to know that their UCaaS offering is a mess and is willing to let the partner know.
Toth said straightforwardness goes a long way.
“That’s a guy that’s looking to build a relationship with me long-term, and he is not worried about making his number this month,” Toth said.
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